Observations about the Evolution of Sales in the Coronavirus Era
How much has business logic changed in the past 20 years?
Marketing, IT, Research and Development, Human Resources, Operations are just some of the many central roles in a company's life that have drastically transformed.
Still, there's one that has always remained the same: that of the Seller. Or rather, it's the Sales Concept that has never substantially changed.
Selling is the act of communication that begins with a handshake, personal and company presentation, questions,the illustration of the product, the definition of the proposal, the negotiation, and then the exciting time of signing the contract.
This is today and this was also a century ago.
It's true that online sales exist, which have the same purpose, that is to sell a product, but it is difficult to consider them as innovative evolution of the seller's profession. Rather, they are an alternative method, alongside the classic one.
Very well, given that the world is spinning very fast, it seems that the classic concept of sales, as described above, will undergo and is already undergoing an important evolution.
The stop to visits in person - contingent for now, but destined to become systemic even after loosening of the restrictive measures - makes it clear that "sales in the Coronavirus era" must evolve as it is evolving office work, which becomes agile...
Smart
In short, Smart Selling. And Smart Selling is not just a conference call.
It's the integration, the innovation of the sales process with the use of digital technology.
Coronavirus is shaking sales practices often crystallized over the decades, but has only accelerated a process that would have occurred anyway.
In a world that breaks down barriers to communication, it is anachronistic that vendors refuse to embrace this transformation.
Sales networks that adopt Smart Selling have the opportunity to differentiate on sundry competitive levels,approaching the simplicity of access that made the fortune, for example, of Amazon (and the ruin of many other merchants and sectors), but being able to guarantee, at the same time, an amazing experience and deeply human: that of having true relationships, of trust, vis- a-vis even from a distance.
Switching to Smart Selling is tiring.
Not physically, on the contrary: could solve many back pains from long journeys in car.
It's tiring because it will require you to face changes, some apparently trivial, which however will require you to unseat habits consolidated over time - and this is the greatest effort of all - .
Sellers are much more than that. They have a strategic role, central to providing professional and unique shopping experiences, in transferring and transmitting value to customers.
Technology is fundamental, because the quality of listening and human relationship are not enough. Technology will help you differentiate yourself from colleagues: you just have to integrate it into yours sales behavior.
Let's try!
Smart Selling does this.
Help you become aware of what you can do, and give yourself the tools to start doing it.
The rest is up to you.
